Many westerners find Chinese negotiators to be inefficient, indirect, and even dishonest; Chinese negotiators frequently perceive their western counterparts to be aggressive, impersonal, and insincere.

A private equity firm wants two environmental groups at the table as they complete a deal to acquire a Texas electrical utility. Students must assess the economic value of an environmental groups' blessing to the private equity firms, as well as the level of environmental concessions that the environmental groups should accept before condoning the deal.

The case deals with a scam that has been run out of Nigeria since 1990. In it, foreign companies are approached for their assistance in facilitating an international transfer of funds in order to receive a very large but unearned commission...

To understand the complex issues involved in restructuring a distressed company in Chapter 11, including the treatment of pensions and other post-employment labor claims, and to understand how such a business should be valued.

This case covers Bob Ayling's efforts to cut costs at British Airways even as the airline was reporting record profits. The case considers the steadily deteriorating relationship between BA's top management and its cabin crew union - and highlights the self-fulfilling and self-reinforcing nature of the dysfunctional dynamic that develops between the three key parties.

The goal of GSM460 is to provide students with the skills and strategies necessary to be effective in enlisting the support of others, permitting them to use their business communication as a tool for advancing their vision, agenda and career.